"Sales people are not born ... they are developed! No delivery room doctor ever delivered a "bouncing baby salesman".
~ Tom Hopkins, Author - "How to Master the Art of Selling" ~
The field of selling has changed dramatically over the last decade. Having the right attitude in business can make all the difference in the world. Sales people who do not adjust and adapt to the changes quickly will see their income drop as competition gets tougher and more determined.
Fundamentals of a Sale
Ron Willingham, author of Ïntegrity Selling" says that "Selling is an exchange of Value"; that selling is not just something you do to someone – it's something you do for and with someone. Always remember that understanding people's wants and needs precede any attempt to sell. Sales is about high integrity selling values and ethics that will keep you on the cutting edge.
The following are essential fundamentals to starting and closing a sale.
1. Develop trust and rapport before any selling activity begins. Even in the world of internet marketing and selling, this is still a very important fundamental. Anthropologist Ray L. Birdwhistell explained that the effect of our communication is less dependent upon words; 55% is due to the physiology of an individual, 38% is a result of vocal tonality, 7% is a result of actual words. Today we find video marketing fast becoming a very popular choice in online/internet marketing.
2. Selling principles, values and ethics prevails over Selling techniques.
3. Selling pressure is never exerted by the salesperson. It's exerted only by prospects when they perceive they want or need the item being sold. It's a low or no pressure approach, yet optimizes customer experience.
4. Negotiation is never manipulation. It's always a strategy to work out problems ... when prospects want to work out the problems.
5. Closing is a victory for both the salesperson and the customer.
A Sales Achiever's Attitude Checklist
Most businesses focus on producing more sales.
In a challenging economy, improving the customer experience is one of the easiest ways to increase your sales and create raving fans. Hence, it is crucial to adopt some or all of the following:
1. Determine your mindset from the very start of your day. It takes persistence and discipline to prepare a positive, spirited, disciplined and resolute mindset on a daily basis... until it becomes a habit.
2. Have belief and confidence in yourself and your products/services.
3. Be engaging and develop your skills in building rapport
4. Establish their 'Why' – people buy for their reasons, not yours. Find out their reasons first.
5. Ask Questions – this is the heart of sales, it helps you uncover their motives or motivations. Asking the right questions frequently lead you to a sale.
6. Cultivate your skills of observations. Acute observation of people can tell you everything before they say anything.
7. "Courage is resistance to fear, mastery of fear – not absence of fear." ~ Mark Twain ~
Ask for the sale.
8. Lost A Sale – build a bridge and get over it; refrain from blame and excuses, which can create negative self-sabotaging patterns. Do evaluate the lost opportunity (ask the customer why you lost the sale) and determine what you could have done better (again, ask the customer).
9. Build a relationship, not just make a sale. Earn your referrals. Create your library of video testimonials.
"In sales, a referral is the key to the doors of resistance." ~ Bo Bennett ~
10. "Formal education will make you a living; self-education will make you a fortune."
- Jim Rohn ~.
Practise CAN I – Constant And Never-ending Improvement.
"Sales is about who you are, what your attitude is, your dedication to personal excellence, and sincerity in helping others." ~ Jeffrey Gitomer ~
Attitude towards Failure
Having attended many seminars and training workshops in sales and personal development over the years; the Champion's Creed by Tom Hopkins has helped change my attitude towards failure.
I am not judged by the number of times I fail,
but by the number of times I succeed,
and the number of times I succeed
is in direct proportion to
the number of times I can fail
and keep trying.
I am grateful to be on this journey with you. Carpè Diem.
Reference: Jeffrey Gitomer's 10.5 Sales Commandments, Tom Hopkins, Tony Robbins, Ron Willingham
About the Author: Xen (The X Factor) Angelides is the founder of X-Factor Human Performance Systems. Xen Angelides is a Business Development Consultant, a proven veteran of the fitness industry, an accomplished educator and professional speaker. As a certified results coach and master practitioner of neuro linguistic programming (NLP) and neurological re-patterning, Xen has helped many individuals transform their thinking and performance. For more information, contact This e-mail address is being protected from spambots. You need JavaScript enabled to view it or like his Facebook Fan Page.
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